B2B selling is a complex art, and success can be difficult to attain. Many organisations face the following common challenges:

Demand Creation

• We have no lead generation program
• We don’t engage with potential clients early enough
• We don’t cover enough ground with potential clients
• We don’t effectively manage our sales pipeline
• We don’t proactively create new opportunities

Demand Conversion

• We don’t understand customer needs
• We only respond to tender invitations
• We can’t get past procurement/supply chain buyers
• We’re bad at building relationships during the selling process
• We fail to identify or get to the ultimate decision maker

Demand Maintenance

• We miss opportunities to cross sell
• We have too few contacts inside key accounts
• Our Key Accounts don't value the products/services we provide
• We don't know how key accounts feel about our services
• We’re not customer focused

At the root of each of these problems is often the same, underlying issue; that the sales training provided to that organisation’s sales team is simply not up to scratch.

SSA’s systematic and proven approach to selling helps organisations overcome this problem. Our highly-successful sales training programs can help you dramatically improve your sales force effectiveness. To find out more, contact us today.